Red Star Kim

MARCH 1, 2024

Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

Red Star Kim

OCTOBER 3, 2022

This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. Qualification processes varied significantly – from structured assessment during enquiry handling through detailed discovery telephone calls to time intensive in person scoping meetings. Assess decision criteria and processes.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Scovel

NOVEMBER 25, 2019

You have landed a meeting with a prospective buyer… The floor is yours…. Be cognizant of a few buyers in the decision cycle. Then comes the next dimension, multiple buyers taking a joint decision. People are going to have multiple perspectives when they would make their decisions to solve the business problems.

Meetings 52

Meetings Decision-making Sales Prioritization 52

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Flevy

MARCH 17, 2024

NPD is central to organizations looking to maintain or establish a competitive edge, enabling them to capitalize on emerging opportunities and meet evolving customer demands. New Product Success Rate Definition : The percentage of new products that meet or exceed their performance and financial goals.

Management 52

Management Digital Transformation Innovation Prioritization 52

Hubspot Sales

MARCH 12, 2018

There’s nothing more exciting or terrifying than a sales meeting. Ultimately, the goal of every sales meeting is to close the deal or move it toward that result. Knowing when to unleash that sales pitch is what makes sales pros … well, pros. What is a sales meeting agenda? So, how do you know when it’s that perfect time?

Meetings 102

Meetings Sales Decision-making Manufacturing 102

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Recorded phone calls, emails, and virtual meetings create mountains of data. Its content capabilities make it an indispensable tool for your sales team. It can help your sellers answer questions like: Who are the key decision-makers?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

AUGUST 1, 2023

Have empathy – Most fee-earners are really stretched to meet their targets, serve their clients and manage their teams. Find ways to make their lives easier and better. They can make it a firm priority to produce M&BD plans. Then summarise their comments, requests and decisions in a (concise) structure that they value.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Nutshell

DECEMBER 7, 2023

In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools. Make informed decisions: AI software assists decision-makers by providing recommendations based on the latest data.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Red Star Kim

APRIL 11, 2023

Deconstruct bids to increase understanding An article in PM Magazine in December 2022 by Alex Footman and Stephen Timmins talked about the need to deconstruct a bid in order to properly understand the client requirements and produce a robust plan to meet milestones and differentiate. Ask their opinion about these approaches.

Government 130

Government Innovation Meetings Finance 130

MDI Training

NOVEMBER 14, 2023

Coach potentials: AI can make learning suggestions Answers from ChatGPT: The four main roles of a leader according to Covey – building trust, developing vision, implementing strategies, and coaching potential – can be supported to varying degrees by AI technologies. “What can humans do better?”

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Flevy

MARCH 19, 2024

This article seeks to explore the significance of Innovation Pipeline Strength within organizations, highlighting how Key Performance Indicators (KPIs) associated with this area can aid in strategic decision-making, strategy formulation, and operational improvements.

Innovation 52

Innovation Management Digital Transformation Prioritization 52

Red Star Kim

NOVEMBER 2, 2023

The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023. Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. billion, making it the fastest-growing law firm in the United States.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

OCTOBER 19, 2023

This article supplements the learning resources from the session. Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Flevy

MARCH 18, 2024

The objective of this article is to illuminate the critical role of R&D within organizations, emphasizing how Key Performance Indicators (KPIs) associated with R&D can guide strategic decision-making, facilitate the formulation of effective strategies, and drive operational enhancements. Principles of KPI Maintenance.

Management 52

Management Digital Transformation Innovation Decision-making 52

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. In this article, you'll find what you can control and exactly how to do it. In this article, you'll find what you can control and exactly how to do it. Prepare to bring added value.

Decision-making 111

Decision-making Meetings Negotiation B2C 111

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. This is a post I never wanted to write. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Flevy

FEBRUARY 17, 2024

Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers. Here are other KPI Strategy and KPI Management articles we’ve published: Principles of KPI Selection.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Revenue Storm

NOVEMBER 9, 2021

We took someone’s word that they were moving ahead with us, without having much insight into the full decision-making process. Yet, in the example I share at the end of this article, there were actually five people on the call. I feel as though we are aligned about your needs, and we can meet those needs well.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Arpedio

DECEMBER 20, 2023

In the world of sales, a robust strategy can make all the difference between closing deals and losing them. MEDDPICC is a sales strategy that stands for Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition. Identifying the paper process is also essential.

Decision-making 52

Decision-making Organization Sales Meetings 52

Flevy

FEBRUARY 26, 2024

This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Furthermore, the fast-paced nature of Digital Innovation can make it difficult to maintain a competitive edge. Anatomy of a Strong KPI.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Hubspot Sales

MAY 23, 2023

AI can bring personalization to a whole new level by analyzing information about your prospects from a variety of data sources, including past email exchanges, social media posts, news articles, press releases, and more. Calendar management: to help you schedule meetings, send reminders, and sync your calendar with other team members.

Artificial Intelligence 112

Artificial Intelligence Sales CRM Decision-making 112

Arpedio

DECEMBER 20, 2023

With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Arpedio

DECEMBER 20, 2023

In simple terms, a prospect is a potential customer who has shown interest in a product or service and who meets certain criteria that make them a viable target for sales efforts. Key Takeaways: A prospect is a potential customer who has demonstrated interest in a product or service and meets certain criteria.

Decision-making 52

Decision-making Business Growth Value Proposition Prioritization 52

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. This can also be followed up with “…so I do not want you talking to anyone else.” 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The Meet step of the IMPACT Selling ® process is where the proverbial rubber meets the road.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Flevy

MARCH 21, 2024

The objective of this article is to shed light on the significance of Intellectual Property Strategy within organizations, emphasizing how Key Performance Indicators (KPIs) associated with IP can guide strategic decision-making, facilitate the formulation of effective strategies, and enhance operational improvements.

Management 52

Management Digital Transformation Innovation Negotiation 52

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions.

Decision-making 82

Decision-making Sales Training Media Publishing 82

Revenue Storm

MAY 11, 2021

There are two questions a client decision maker is concerned about when meeting you: I wonder if they can help my business. This was the reason they took the meeting to begin with. Make a list of the outcomes your idea can impact and start estimating the amount you believe you can affect. Make the note personal – ALWAYS.

Manufacturing 78

Manufacturing Decision-making Leadership Profitability 78

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 142

Sales Decision-making Software Software 142

Account Manager Tips

AUGUST 17, 2022

Why make the first move in a negotiation? Why make the first move in a negotiation? Research shows that making the first offer gives you a bargaining advantage. Higher prices make people tend to think about the good things. Lower prices make people focus on the bad things. Or by making a silly low-ball offer.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

Nutshell

DECEMBER 20, 2023

Learn about the three ways to use the emails on lead timelines feature in this support article. Company Enrichment The new Company Enrichment lets you quickly enhance company profiles for better decision-making. It’s one more way Nutshell gives you control over your CRM and data.

CRM 71

CRM Artificial Intelligence Meetings Decision-making 71

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In other words, nearly two-thirds of your buyers’ decision-making process was happening without any input from your sellers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90